Profitably grows market share through acquiring new business at new customers and new applications at existing accounts

• Meets annual budget growth objectives by closing qualified new business opportunities.
• Maintains a healthy new business pipeline of new opportunities in line with the annual growth plans
• Skilfully utilizes the client's sales process to find, qualify and close new business.
• Sells at optimum value and margin to meet agreed profit targets.

Maintain business in existing accounts

• Develop trusting and productive relationship with the key decision makers in the account. Can develop relationship maps and maintain in SFDC under contact records.
• Understands market trends and offers solutions to customer's ensuring expectations are met.
• Collaborating with the customers to review the business performance during formal business review meetings.
• Gathers business intelligence to understand possible threats and mitigates the same.
• Collaborating with global teams to grow and maintain the business segment (s).

Manages activities related to identifying new business opportunities:

• Is technically independent and competent enough to manage running own technical demonstrations- and able to produce technical reports.
• Manages own time by focusing efforts on the blue-chip opportunities.
• "Opens the door" at potential customers, develops and explains the client value proposition.
• Helps customers to select appropriate products for various applications. Ensures customers are fully aware of value delivered.
• Evaluates and establishes relationships with potential partners, such as application equipment providers, OEMs, Industry associations to achieve a deeper market penetration.
• Evaluates customer requirements within the overall context of the market, i.e. applicability of similar products and projects for other customers.
• Support opportunities related to regular business and support successful closure

Develop and improve value offering

• Capture customer requirements and help translate them into value propositions.
• Collect data supporting value propositions at customers Monitor and document the offered values in continued business
• Ensures customer projects are on time and on budget.

Work on Product Portfolio:

• Manage product program in the segment and define the GOTO product portfolio
• Completes detailed customer requirements with appropriate business to ensure understanding of requirements and CTQ's as necessary for R&D / Technical Service
• Capture trends from industry and translate them into new product or service developments and innovative offerings.
• Propose and lead suggested price positioning in the segment in cooperation with business manager. Interaction and communication with internal stakeholders.
• Seeks input from Strategic Account Manager, Business colleagues and sales to develop segment strategy
• Partners with all stakeholders to establish priorities, service levels and expected deliverables.
• Partners with Marketing, Technical Department and R&D to ensure voice of the customer is received and acknowledged in the client R&D pipeline and all related internal support.
• Expertly communicates across the business on all internal and external activities, in line with the strategic plan. Provides regular updates to all stakeholders
• Is aware of the forecasting

GEOGRAPHY AND MANAGERIAL RESPONSEBILITY

• Has no formal managerial responsibility, but may provide guidance to colleagues (e.g., provides coaching, assigns work, ensure monthly/weekly plan is duly done and updated,

TYPICAL JOB REQUIREMENTS

• Bachelor's degree in business, Industrial Chemistry, Chemical and Process Engineering Marketing or Technical.
• Proven track record of successful market development with a minimum of 2 years technical sales experience.
• Strong driver for results and success. Shows passion for the role.
• Expert in the value selling process with good understanding of B-2-B selling process.
• Ability to harness and manage important business relationship.
• Outstanding technicsl, commercial and communication skills at all levels of contacts: Executive, Middle Management & Production floor.
• Understanding of basic financial metrics such as Contribution and Gross margin, Margins and Working Capital
• Strong oral, presentation and written communication skills.
• Good analytical capabilities linked to good strategical thinking skills.
• Significant industry standing. Considered an expert in technical Adhesives. Has a technical background experience of working in a fast-paced manufacturing set up
• Excellent listening skills
• Excellent computer literacy
• Ability to work in a team with different cultures and nationalities.
• Ability to lead, influence and motivate the internal cross functional team to achieve business goals
• Intimate knowledge of the support functions.
• Ability to work in a fast and changing environment.
• Disciplined work approach with good reporting skills.
• Ability to travel within regions.
• Ability to acquire knowledge of adhesives performance and applications of product range within 6-month period.
• High ethical standards - must meet Client's Minimum

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